The trick is simple: Do not decide in the moment. Say, "I need to sleep on it," or "I need to ask my spouse." The urgency is the weapon. If you remove the urgency, you break the spell.
Cialdini discovered that a small, seemingly insignificant "first yes" can lead to a massive "second yes." If you can get someone to agree that "safety is important," you can later sell them a $10,000 home security system. They have to stay consistent with their identity as a "safety-conscious person." influence the psychology of persuasion by robert cialdini
That feeling is the signal that someone is pulling a lever. In that moment, you are not rationally deciding; you are emotionally reacting. The trick is simple: Do not decide in the moment
The most potent form of scarcity, however, is new scarcity. When something goes from abundant to scarce, we panic. This is why "limited edition" items sell out instantly. The most potent form of scarcity, however, is new scarcity